The Global Integration Blog

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Customer demands are one of the key reasons why organizations need to set up sales structures that operate across traditional functional and geographic organizations. If your customer wants to be served on a regional or global basis you had better find a way.

As a response many companies have set up global accounts management organizations. Initially they tend to focus on the mechanics of selling and providing service to their most important customers.

However, they quickly realize that global account management is a big step up in complexity from national sales. Global account managers have to manage a lot of complexity, both in their client organization and in their own companies (which is frequently even harder to manage). They may also be one of the first functions in their organization to have to cope with the challenges of matrix, virtual, global and cross-cultural working. They quickly find they need new tools to help.